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The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

An overview of this role

As the Director of Regional Sales for MED, you’ll own the strategy and execution to grow GitLab’s presence across Israel, Turkey, Balkans, and Malta. You’ll build and lead a high-performing Account Executive team, establish disciplined, data-informed sales processes, and stay close to the field by engaging directly with key accounts. Reporting to the VP of Sales, you’ll work across account management, customer success, marketing, product, engineering, and operations to deliver a consistent, high-quality experience for GitLab customers and expand our footprint. In this role, you’ll help shape GitLab’s go-to-market motion in MED, drive new logo acquisition and expansion, and influence how we bring our open source and DevSecOps story to a broad range of customers while executing against ambitious bookings and ARR growth targets.

What you’ll do

Lead the growth of GitLab’s business in MED by building the regional sales plan, enforcing pipeline discipline, and driving day-to-day execution to meet quarterly bookings and ARR targets.
Manage, coach, and develop a team of Account Executives, joining customer meetings and modeling consistent, high-activity, field-focused sales behavior.
Drive new logo acquisition across a broad base of medium-sized businesses in MED while shaping and executing a long-term strategy for larger, more complex accounts.
Build GitLab’s reputation in the MED market by partnering with marketing, business development, and local networks to generate qualified pipeline and deepen market awareness.
Establish clear operating rhythms, sales processes, and methodologies (such as MEDDPICC or similar) that create structure, accountability, and repeatability without sacrificing agility.
Collaborate with regional sales leaders and cross-functional partners in account management, customer success, marketing, product, engineering, and operations to align coverage, share best practices, and ensure consistent execution.
Develop and maintain executive-level relationships with key accounts, positioning GitLab as a strategic partner and uncovering expansion and renewal opportunities.
Analyze pipeline, forecast, and performance data to identify gaps and opportunities, adjust regional plans to focus on the highest-impact activities, and represent the MED business internally with clear insights on market trends and customer needs.

What you’ll bring

Experience building and leading high-performing sales teams in a regional or multi-country context, with a focus on coaching, field engagement, and talent development.
Ability to design and execute a regional go-to-market plan, including pipeline generation discipline, territory coverage, and structured deal execution.
Familiarity with B2B software or technology sales and concepts related to open source and DevSecOps, with interest in deepening knowledge of GitLab’s platform.
Skills in creating structure and clarity, setting expectations, and driving organized, data-informed sales processes, including the use of MEDDPICC or similar methodologies.
Demonstrated strength in developing trusted relationships with senior customer stakeholders, including executive-level contacts, to support new business and expansion.
Comfort operating in a dynamic, growth-focused, all-remote environment, acting as a self-directed “manager of one” and using Salesforce.com or similar CRM and marketing tools.
Openness to collaborating across account management, customer success, marketing, product, engineering, and operations, with the ability to work effectively with distributed teams.
Willingness to apply transferable leadership and sales skills from related markets or industries, even if direct MED market experience differs, in alignment with GitLab’s inclusive hiring approach.

About the team

You’ll join a regional sales organization focused on growing GitLab’s presence across MED, working closely with Account Executives and cross-functional partners in account management, customer success, marketing, product, engineering, and operations. The team is all-remote and collaborates asynchronously across time zones to build pipeline, manage complex sales cycles, and deliver consistent customer experiences. You’ll help shape how we organize coverage, implement disciplined sales processes, and bring structure to a high-growth region while staying aligned with global sales strategy and GitLab’s values of transparency, collaboration, and results.

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How GitLab will support you

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

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GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

Director Regional Sales, MED